Wolters Kluwer

B2B Sales Strategy & Playbook

Wolters Kluwer Mid-Tier Playbook

case_wolterskluer

Opportunity

Leverage new customer data system analytics to develop actionable sales plan and playbook to drive increased sales to mid-tier law firms.

Plan

  • Segment customer data by acquisition, cross-sell, retention and upsell opportunities.
  • Analyze and evaluate customer data and company offerings to determine market opportunity. 
  • Determine segmented approach to selling and build actionable program and playbook assets.
  • Communicate and launch program at annual sales meeting.

Results

  • Sale team successfully implementing program.
  • Year over year sales have increased.


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